GO OUT FOR TRADE ■MERCHANT SHOULD BE AN EX PERT IN HIS LINE. WISE USE OF PRINTERS' INK How Advertising by a Specialist Was Turned to Profit by a Wide- Awake Country Store keeper. One of the latest deals of the town •to-town man is the working up of sales for some local merchant, lie enters the town and contracts with some storekeeper to hold a week's sale. What goods the merchant cannot sup ply he will have shipped into add to the stock on hand. He is a worker for the percentage on the gross sales, and stands the advertising bills. He is a past-master in the art of country town advertising. He knows how to get out an attractive poster and how to reach the town people and the farmers as well. He covers the front of the store •with signs calling attention to the sale. He has a force of specially trained clerks. He makes business fairly hum, unless he bucks up against another merchant in the town ■who knows a few things about getting business himself. Not. long ago In one of the small western cities one of the "experts" •opened up a sale for a merchant who liad a considerable stock of stale goods, particularly boots and shoes, ■on hand. The front of the store build ing was covered with attractive signs, thousands of posters and handbills were sent throughout the city and •country, and the advertising began to ehow results. There was one live merchant in the town who saw a chance to reap a benefit from the ef forts of the "expert." The sale had only fairly gotten under way when the •dealer-up-to-date commenced placard ing his store in the same block. He was not slow in the advertising line. When the sale manipulator hung out his sign, "Finest shoes in the town, $1.50 per pair," the up-to-date man mot it with: "These shoes don't look like kid, they are not paper, but they will wear better than anything you can get for twice the money—only $1.05." Other signs called attention to hon est values; that there was no special sale on hand; it was regular business and regular prices—but prices were right, the goods were right and honest values, and invited comparison with "any other stock in town," and the people were interested. Farmers understand the "bargain sale" deal, and at the end of the first day the up-to-date mail had sold 139 pairs of shoes and rubbers. He didn t lsave to cut prices. He gathered up all his odds and ends of stock, placard ed them so as to tell the people they -were a little out of style, but honest bargains, and he did business in vol umes as great as the expert bargain man, and convinced his customers that not alone on one day could they get full value for their money, but on any day. It is well for the merchant in the small city to do judicious advertising. This will bring as good results, and save the percentage paid the "expert." In fact if the merchant would take the amount that would be paid out to the expert and use it in advertising in his home paper he would be the winner in the end. Then, again, the "expert" is •out to make sales, and he makes them, sometimes in such a way as to turn away the trade of those who were .good customers of the merchant. D. M. C'ARR. COUNTRY STORE EXPENSE LIGHT Local Merchants Should Be Able to Meet City Store Competition. Tn the matter of expense of conduct ing business, the country merchant has far the edge over the storekeep er of the large city. He has lower taxes, his insurance is not so high, neither has he to pay his help such high wages as the city merchant. In fact, the country merchant can sell goods lower than the big city store, and make money—that is if he is a good buyer and gets his goods at the price he ought to buy them at. It is all tommy-rot to say that the depart ment store sells goods for quality any lower than does the average country merchant. The reason is plain—de partment storekeeper or the mail-or der house can't do It, because ex penses are so much higher. Walk into department store, ask to see a line of hats, men's hats, or a line of •shoes. Note the prices marked and •then drop into a country store, pick out the same quality, let it be the same make of goods. What will you find? That the country store asks fully 15 to 20 per cent, less than the came goods are sold for in the big city store. Migratory Merchants. Retail merchants in small towns bave almost as bad competition with the traveling month-in-a-town fakir, as they have in the big catalogue houses. Many towns have ordinances and even state laws in 6ome cases are in force, to control the wandering from town-to-town "merchant." Those mgratory dealers are han dlers of job lots, seconds and stale goods and are adepts in the advertis ing art. They land In a town with a carload of their inferior goods, hire a vacant store room in some part of town, in or as near the business cen ter as they can; distribute attractive posters throughout the town and coun try, and then glib salesmen start to ■work the unsophisticated. It is main ly in the boot and shoe, dry goods, clothing and.the notion line the trav- OlioM works, ; - BEING UP-TO-DATE. Live Business Men the Ones Who Make the Greatest Success. The man In business is out. to win or he wouldn't be in business. There are many little details that must be looked after, must be studied and which are essential to success. Many merchants, particularly in small towns, are kept so busy wrapping up bits of ginghams, weighing out sugar and doing the hundred and three oth er things, that they think they have no time to give all these little essen tials attention. These days the mer chant is really up against a hard game, unless he keeps right in line and to the front. Statistics show that 90 per cent, of those who engage in the retail trade fail. People must buy necessities. The average mortal wants the best he can get for the least money. Merchant* Jones can't sell at any higher prices than Brown on the opposite side of the street sells like goods for, and Brown's method is pretty good. Brown has captured a good trade, and on some lines gets stiffer prices. How does he do It? Look at the ar rangement of his goods. He has a place for everything, and everything properly In its place, and displayed to the greatest advantage. He hasn't his potatoes and his apples mixed in a heap and his tomatoes and other canned goods of the vegetable class mixed with his jellies and his jams; neither are the labels so covered with dust that the goods look as if they were held in stock for years. You can just bet Brown Js up-to-date, his goods are so arranged that people find a pleasure in stopping in front of the store and looking at the show win dows, and go through the door and see the harmony and order in all the arrangement of his stock. Brown himself is no slouch, his attire Is plain but neat, no gaudy display and his temper Is always even, and a smile is for every customer, and all his clerks are required to keep them selves neat and show the greatest courtesy to everyone who enters the store. Then, again, he sees that goods are delivered promptly, no delay In getting your sugar, your butter and all that you order from Brown, for he is always Johnny-on-the-spot. Then again, he keeps all his customers feel ing well; he always believes in an era of good feeling; he is sympathetic. Then Brown is a man who doesn't believe in keeping a set of books for the purpose of charging up poor ac counts. He has a knack of collecting his bills so his customers feel they are under obligations to him, and while he is a stickler for making cash sales, sometimes good responsible customers want a little credit, and get It. Merchant.* like Brown are the kind that build up the home town. MAIL-ORDER TRICKS. Prices Manipulated to Give Erroneous Impressions of Cheapness. The catalogue houses make such In roads into the business of the dealers who chiefly rely upon country trade, that in some localities merchants can't be blamed for the complaints they make. Much can be done by the mer chant to prevent his customers send ing to such concerns for goods. If he will but make the effort. Sometimes a little solid reasoning will have the right effect. Any man of common sense knows that the basis of all prices is the cost of production. There must be a paying profit in the business of manufacturing, and al lowance made for cost of placing on the market. The purchaser should be satisfied that the manufacturer and the dealer made a fair, honest profit. The farmer estimates his profit on the cost of growing his products. On many crops and on his cattle and hogs his percentage of gain is much more than the storekeeper makes upon the goods he sells. A little rea soning along these lines with explana tions that if low prices are made there must be inferior goods supplied, will perhaps help to keep many peo ple from sending away for goods. One trick of the catalogue houses is to classify goods by sizes as to make a very low price on goods little in de mand, and large profits on goods mostly called for. The one who looks at the list to see prices finds his eye first sees the low-priced goods and naturally concludes that the whole line is lower. If a careful examination of the list be made the trick would be found, and an average of the list would show that the articles most called for are higher than would be asked by the home merchant. In a Presidential Year. This Is presidential year, and the alarmist, the dry-goods box philoso pher and the calamity howlers of dif ferent breeds and opinions are abroad in the land. Presidential years are "off" years, so they say, and the most level-headed old-timer shakes his head with doubt when he speaks of the con ditions throughout the land. There is a little cause for a tightening up In the affairs, more cautiousness in finan cial and commercial centers in gen eral. This year there are no such "pre sentiments" of evil as generally mark presidential years. Business goes on just the same as it has during the past half dozen years or more, only there is evidence that men are not losing their heads and are carefully considering possibilities. The agri cultural sections are particularly for tunate in the fact that their pros perity depends little upon the fiuctua tions of stocks or securities. 'Tls the wealth of land and live stock that counts, and while any depression may to a certain extent influence price, It will require a greater calamity than a change in administration to par fciyzo agricultural CAMERON COUNTY THURSDAY, APRIL 9, 1908 Picked Up in -##-Pennsylvania WASHINGTON. —A poker game and all-night carousal at, house 154, West land, resulted in the murder of Lee Oliver. GREENSBURG. —In a fire which destroyed A. F. Immel's coal tipple and building, causing $7,500 damage, a watchdog was burned to death. BUTLER. —SamueI Taylor, aged 55 years, residing near North Washing ton, was kicked by a horse and in stantly killed. He was unmarried. HARRISBURG. A charter was granted to the Ellwood City and Wur temburg Electric Railway Co. to con struct a three-mile line in Lawrence county. BUTLER. —A well was struck on the O'Brien farm by Geyer & Co. The production started off at six barrels an hour, with indications of staying qualities. HARRISBURG. —The meat hygienic Inspectors appear to have pretty thoroughly broken up the trade in im mature veal, which had grown to large proportions in northeastern Pennsylvania. WASHINGTON. —During the tempo rary absence of his mother, Joseph, the 2-year-old son of Mr. and Mrs. Joseph Bellsaire, of Cokeburg fell in to a tub of boiling water and died a few minutes later. YORK. —Seven horses and mules. 14 cows and 20 hogs perished in a fire which destroyed the large barn and several buildings on the farm of Mar tin Baer, near Manges Mills. The loss is over $5,000. HARRISBURG— State Health Com missioner Dixon's well organized sys tem of free distribution of diphtheria antitoxin among the poor saved over fifteen hundred lives in Pennsylvania Juring the year 1907. HAMBURG—WhiIe in transit be tween Fleetwood and this place, a Reading railway freight car, contain ing furniture, etc., of Rev. Stephen Buntz, was entered by robbers. About S6O worth was taken. WILLIAMSPORT— Former County Commissioner Leroy Robinson and Philip Farenbach, a well known farmer, were drowned in swollen streams near here while attempting to ford Smuncy Creek. MIDDLETON— George, the 11- year-old son of William Fritz of this place ate what he thought was a fine large artichoke. It wasn't an arti choke and the boy almost, died fi;om vegetable poisoning as a result. PITTSBURG— John Dell, 90 years old, said to have been the last surviv ing veteran in Allegheny county of the Mexican war, is dead at his home in North Versailles township. He also served throughout the Civil war. BEAVER FALS— Among 700 per sons who attended a farm sale held by A. V. Brittain in Chippewa township were 33 of the 38 candidates for vari ous county offices. Letters of regret were received from the live others. PHILADELPHIA. <3eorge Eels, aged 60 years, shot vr..l killed Mrs. Andress, a neighbor, in the lower sec tion of the city and probably fatally injured Ella Paschall, his alleged com mon law wife, and Kate Jewel, a niece of Mrs. Andress. HARRISBURG. — Auditor Gcn«val Young has announced the appoint ment of E. C. Dewey of Clearfield to be chief of the bureau of accrmnts and Fred E. Beach of Tioga to be warrant clerk in place of the late .las. C. Jeffers of Philadelphia. JOHNSTOWN— Believing a strange Italian's stories of riches, pretty dress- RS and promises of beautiful presents, 13-year-old Katie Sposit, has been lured from her home in Windber. Ef forts to locate her have been vain. She disappeared March 16. SCRANTON— Frederick Foster, 26 years old, of Dunmore is dying at the State hospital with a bullet in his head. The wound was inflicted by Pa trolman Oliver Cromwell, from whom Foster attempted to escape, after he had been placed under arrest. HARRISBURG. Calling for help and trying vainly to grasp the ex tended hand of a little companion, Roy Smith, the 5-year-old son of Mr. and Mrs. Harry Smith, of Heckton was swept away to his death in the swiftly running Susquehanna. WILLIAMSPORT— The discovery in the woods near here of the bodies of Frank Roberts ami Mrs. Gustine Brizet, disclosed a double tragedy. When found both had bullet holes in their heads, and close by Roberts was a revolver with two chambers empty. WASHINGTON— The famous 01.l churchyard weeping willow which stood in the plot surrounding St. Pe ter's Roman Catholic church at Brownsville has fallen, a recent storm having uprooted it. The tree shaded the graves of the father, mother and sister of James G. Blaine. WASHINGTON— Lafayette G. Call, a. business man of Waynesburg, shot and killed himself in a room at the rear of his place of business in the Sayers building. WILLIAMSPORT. —In Coalesburg, Potter county, there was born to Mr. and Mrs. Alfred Button their 25th child. Each of the 24 other children is well and happy. CLEARFIELD—Operators and min ers of the Central Pennsylvania soft coal field, in joint conference here, re-adopted the present wage scale for another year from April 1 BEAVER FALLS— Mr. and Mrs. R. M. Lowney were injured and seriously burned by an explosion resulting from a fall here. HARRISBURG. State Zoologist Surface has issued a warning to ail owners of orchards to spray for eradi cation of San Jose scale within ten days. NORRISTOWN—Thomas G. Can nell, the former tax collector of Potts town, convicted of embezzlement, was sentenced to serve six months in the county prison and pay a line of SI,OOO. POTTSVILLE. —Another sign of an industrial boom in this part, of the anthracite region is the starting of work on a new colliery to be opened near Brockville, in the Schuylkill val ley. VAN DERG RIFT. All the sheet floors, blooming and bar mills and one half of the open-hearth steel depart ments of the American Sheet and Tin plate Co. here have been putin opera tion. SCRANTON. —Locked in their home at Hughestown, near here, while their mother, Mrs. Dominick Jimitio, went to the butcher shop, the house caught fire and three children were burned to death. LEWiSTOWN. —Homer B. Cupper, 57 years old, an engineer 011 the Lew istown division of the P. & E., was crushed beneath an empty cage while coaling his engine at the shops here recently. NORTH WALES— The E. K. Freed Milling Co., which has operated a Rrist mill here' for the past fifty-one years, will go out of business April 1. The mill is to be dismantled and the building sold. HARRISBURG. The first arrests made by fish department attaches this year for catching bass out of season were made near Coatesville. Two men had ten bass and must pay SIOO or spend GO days in Jail. OIL CITY. —The Petroleum bridge, the first structure to span the Alleghe ny river at this point, connecting the north and south sides of the city, has been condemned and closed to vehi cles and street car traffic. KITTANNING. —Xew scales pur chased by the borough having been in stalled, every load of straw, hay or coal hauled into the town for sale must be weighed on them in accord ance with a recent ordinance. HARRISBURG. —Over 200 samples bought in groceries outside of Phila delphia and Allegheny counties have been sent to chemists for analysis as to their quality. The sampling was ordered by Commissioner Foust. M IDDLETOWN. —This place has been considerably aroused over the arrival in town of several traveling evangelists, who are holding services in an unoccupied store room and who claim to have the "gift of tongues." BEAVER FALLS. —Falling into a deep pool into which gas was escap ing Mr. and Mrs. R. M. Lowney were badly burned by an explosion which followed and were penned in by flames until men arrived and rescued them. HARRISBURG. Since the com mencement of the fiscal year of the auditor general's department in No vember, the state has collected $6,655,- 279.70, an excess over the correspond ing period of last year amounting to $213,668.31. LANCASTER. —Born the same year, 55 years ago, John Burnite, a farmer of Colendn township, and wife died within a f<-' \ less wants. Your ads will r\——rfj be read by them, and they w '" become your custom- ers. Try it and see. S The Place to Bay Cheap S > J. F. PARSONS' ? CUBES RHEUMATISM LUMBIQO, SCIATICA NEURALGIA and KIDNEY TROUBLE "5 DHOPS" takon Internally, rids the blood of tbe poisonous matter and acids which are the direct causes of these diseases. 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